What Makes Ordinary Customers Want Your Product More Than the Money?
We believe that price doesn't matter and that customers will pay to solve problems. Many times we focus on price and not value or solutions. This article takes a humorous look at a $150.00 bird feeder to explain how to overcome price objections. We will use a humble birdfeeder as an example. It's a simple devise that dispenses seed to birds. Normal, common birdfeeders cost about $10.00. There are hindreds available in almost every store and on line. If you sold bird feeders, would you assume that most customers would have to get it at the low Walmart price to buy? That is exactly the assumption many of us make in our sales.
Your Sales Elevator Pitch
Last week I presented my How To Double Your Sales conference at one location in the USA and another in the UK. Before the conferences start, I always mingle with the delegates. I go up to as many as I can in the time available and I say: In order that I can tailor some of the material I present during the day to what you are selling, please tell me very briefly what you do and how it might help your customers". In other words I am asking for their sales elevator pitch. Most of the people who attend my 'How To Double Your Sales' conferences and MasterClasses are Sales Directors, Business owners and of course salespeople.
Disqualifying More Prospects Leads to Increasing Sales
PAIN OR GAIN Of all the emotions that commit people to buy, pain and gain are the most effective in selling situations. An old saying is "no pain, no gain" In sales you have a choice immediately starting with trying to obtain a sales lead. What main emotion will you will focus on. Fear is such a large part of many peoples' lives Relieving possible pain is the strongest motivation to buy products that make them feel better. People prefer pleasure, avoid pain, and would rather be comfortable It is easier to visualize pain that it is to wish gain. THE NEW SALESPERSONS EMOTIONS Many learning salespeople are so fearful of the pain of losing the sale, the prospects see the salesperson's emotions clearly.
10 Plus One Key Tips For a Profitable Sales Mailer
1. WRITE A LIST OF FEATURES AND BENEFITS. This is the easiest way to get yourself moving. This throws out procrastination, writers block and any other lame excuse. Be determined to make this the most profitable sales mailer you haven ever written Retrieve two 3 x 5 cards. On the first write 1 to 6 downward. After each number write a prime feature about your product.. Number your 2nd file card likewise. On this one write the corresponding benefit your client will benefit by owning your product. Now using a marker renumber the cards in the order from top benefit down. 2. WHY SHOULD THE READER BUY YOUR PRODUCT.
Making Cold Calling Work For You
Cold calling-those two words strike fear into the heart of almost any sales person. People hear those words and feel far from confident, happy or excited. Many people believe that it is one of the most unsuccessful methods of sales out there. And yet companies continue to do it, year after year after year. So why is cold calling still a sales method? And how can you make cold calling work for you? First of all, companies still use cold calling to sell their product because it works. It works, you say in surprise? Yes, it works-when done correctly. There are many ways to cold call. Some of them are good ways and some of them are not.
Making Sales A Piece Of Cake
Almost any business has some kind of product or service they're trying to sell. A dentist tries to sell his skill at dentistry; a florist tries to sell her beautiful and healthy flowers; a financial consultant sells her knowledge of finances. What do these different people have in common? They're all trying to sell something. And it's quite possible that at some point in their business, they've struggled to sell as much as they wanted to sell. The purpose of this article is to help you avoid such struggles by making sales a piece of cake. The first thing that is essential to making sales a piece of cake is to know who you're marketing to.
The Greatest No Pressure Salesperson
THE ONLY SALESPERSON IS A NO PRESSURE SALESMAN. Until you reach that stage you are merely a trainee, hoping to last enough to become a confirmed sales professional. Too many sales are lost because the salesperson financially needs this sale and is worried the presentation will end without one.. If you are using the presentation your company gave you, you have reason to worry. You will be entering the combat zone where the prospect will fire out an objection, and then you must wait to fire back overcoming the objection. THE PROSPECT BUYS BECAUSE OF YOU, NOT BECAUSE OF YOUR PRODUCT. You are ready to lose the sale before you begin if you feel you must have the best product at the best price.
Ready For a Heart-Based Spirit-Led Sales Conversation?
There is a new movement happening. People in the business world are feeling called to serve from a place of Spirit. They feel that the old ways of doing business and selling don't work for them. Are you one of them? Imagine with me having a selling process where you don't have to 'sell' someone on something? That it is as easy as talking to your dearest friend? You won't have to pressure people into buying things or push them using hype. This may feel like a breathe of fresh air to you. Can you imagine having a sales conversation that engages your potential customer's inner knowing, so they are guided from within to choose if working with you feels right?
Close 45 More Sales Without Even Saying a Word
I was recently reading about an experiment done at University of Minnesota called the 'Phone Booth Test' and I thought it might help all you sales people close more sales. What the experiment started by placing a coin on the ledge in a phone booth and hide behind a tree and wait for an unsuspecting subject to walk in and find it. When this happen one of the researchers would walk over to the subject and ask "Did you happen to see my coin in the phone booth? I need it to make another call" Only 23% of the subjects reported seeing it and handed it back. In the second part of the experiment, the coin was again placed in the phone booth but when the researcher approached the people who took it, they touched them lightly on the elbow for no longer that 3 seconds and inquired about the coin.
History of American Sales Culture - Part Two
If ever there should be a Salesmen's Hall of Fame, one of the first pedestals must be reserved for Jay Cooke. There is no doubt that some of the abundant glory that has gone to Grant and Lincoln ought to have gone to this Philadelphia banker-salesman. As one editor very fitly said: "The nation owes a debt of gratitude to Jay Cooke that it must remember." Without his valuable aid the wheels of government might have been seriously entangled." A state park of rolling hills, rushing waters, pines and birches is named in his honor just south of Duluth, Minnesota. A most enjoyable stop on your trip north to Canada.